Thông tin tài liệu
Networking Like A Pro is the most comprehensive book I’ve seen on networking—bar none From beginning to end, Misner and Hilliard divulge networking concepts and strategies which will catapult you from an average networker to a master networker and empower you to achieve greatness in business and life —JACK CANFIELD, CO-AUTHOR OF CHICKEN S OUP FOR THE S OUL AND THE S UCCESS PRINCIPLES Wow! This book breaks the mold in professional networking Its practical, powerful ideas will accelerate your success in ways you cannot imagine —BRIAN TRACY, CHAIRM AN AND CEO OF BRIAN TRACY INTERNATIONAL AND AUTHOR OF M ILLION DOLLAR HABITS Done well, effective networking is ‘the speed of trust’ in action No one understands networking like Ivan Misner, so if you want to get the maximum results possible from your networking efforts, you need to read this book—period —STEPHEN M R COVEY, AUTHOR OF THE NEW YORK TIMES AND NUM BER-ONE WALL S TREET JOURNAL BESTSELLER THE S PEED OF TRUST Dr Ivan Misner is to networking what Michelangelo is to the Sistine Chapel So, absolutely everything you’ve ever wanted to know about networking is guaranteed to be discussed in Dr Misner’s new book, Networking Like a Pro Save yourself a lifetime of networking trial and error; read this book! —DR TONY ALESSANDRA, AUTHOR OF THE PLATINUM RULE AND HALL-OF-FAM E KEYNOTE SPEAKER The title says it all and this book surely does not disappoint But don’t take my word for it; read Networking Like a Pro, apply the new knowledge you gain to your networking efforts, and the results you get will speak volumes —MICHAEL E GERBER, AUTHOR OF BEYOND THE E-M YTH Publisher: Entrepreneur Press Cover Design: Andrew Welyczko Production and Composition: Eliot House Productions © 2017 by Ivan Misner All rights reserved Reproduction or translation of any part of this work beyond that permitted by Section 107 or 108 of the 1976 United States Copyright Act without permission of the copyright owner is unlawful Requests for permission or further information should be addressed to the Business Products Division, Entrepreneur Media Inc This publication is designed to provide accurate and authoritative information in regard to the subject matter covered It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional services If legal advice or other expert assistance is required, the services of a competent professional person should be sought Givers Gain® and VCP Process® are registered trademarks of BNI Certified Networker® and Referrals for Life® are registered trademarks of the Referral Institute Networking Like a Pro!® is a registered trademark of Agito Consulting ebook ISBN: 978-1-61308-358-1 Contents Acknowledgments INTRODUCTION Debunking the Bunk Debunking the Bunk Wave of the Future PART I MINDSET CHAPTER Why Is Networking Not Taught in Schools? CHAPTER Networking Disconnect—Four Ways to Avoid It The Great Disconnect CHAPTER Social Capital Back to the Future Outside the Cave Relationships Are Currency CHAPTER The Law of Reciprocity It’s the Law The Abundance Mindset CHAPTER Farming for Referrals Drop the Gun, Grab the Plow Down on the Farm CHAPTER How Diverse Is Your Network? Have a Diverse Network The Bottom Line CHAPTER The Butterfly Effect CHAPTER Do Referrals Happen by Accident? PART II YOUR NETWORKING STRATEGY CHAPTER Your Network Should Be Both Wide and Deep Make Contacts That Count Make It Personal The GAINS Profile CHAPTER 10 Building Quality Relationships Through the VCP Process Visibility to Credibility to Profitability Be Patient CHAPTER 11 Where Networkers Gather Five Types of Business Networking Organizations Choosing the Networks That Are the Best for You CHAPTER 12 Online Networking: Click Here to Connect Looking Past the Hype Mind the Fundamentals Is Face-to-Face Communication Outmoded? Connecting with People at Web Speed Where Social and Face-to-Face Networking Meet Determining Your Online Networking Strategy Other Ways to Communicate Online A Core Strategy That’s Worth Knowing CHAPTER 13 Developing Your Target Market Spheres of Influence PART III NETWORKING FACE TO FACE CHAPTER 14 Seven Characteristics of a Great Networker The Seven Characteristics That Make a Great Networker CHAPTER 15 The Five Least Important Skills to Be a Great Networker What Matters Least CHAPTER 16 Top Five Most Common Networking Mistakes Lack of Follow-Up Unclear Unique Selling Proposition Confusing Networking with Face-to-Face Cold Calling Not Responding Quickly to Referral Partners Abusing the Relationship The Bottom Line CHAPTER 17 Four Behavioral Styles to Know When Networking Go-Getter Promoter Nurturer Examiner The Bottom Line CHAPTER 18 Where Do I Start? CHAPTER 19 The 12 × 12 × 12 Rule Look the Part Before Going to the Event (How Do You Look from 12 Feet Away?) Make Sure Your Body Language Sends the Right Message (How Do You Come Across from 12 Inches Away?) Get Your Act Together Have the First 12 Words Ready to Roll off Your Tongue (What Are the First 12 Words out of Your Mouth?) CHAPTER 20 Three Questions to Determine the “Right” Networking Event for You Create Your Plan CHAPTER 21 Where’s Your Attention Focused? CHAPTER 22 Standout Questions Question Time The Answers You Want CHAPTER 23 Telling Your Company’s Story Your Unique Selling Proposition Briefing Your Messenger Getting Specific CHAPTER 24 Quantity Is Fine, but Quality Is King It’s All About the Relationships Maximize Your Event Strategy PART IV MAKING YOUR NETWORK WORK CHAPTER 25 Getting More Referrals with a Formalized Referral Strategy Write an Online Newsletter Create a Power Team of Complementary Businesses Consider a Client-Appreciation Event Make Calls to Past Clients Include a P.S in Your Email Signature The Bottom Line CHAPTER 26 Keeping Your Social Capital Balance Sheet in the Black Build Social Capital from Within CHAPTER 27 Symptoms of a Referral Top-of-Mind Problems The Trigger Point Approach CHAPTER 28 Gaining Their Confidence Getting There Staying for the Long Haul CHAPTER 29 Leveraging New Contacts Getting to the Next Stage CHAPTER 30 The Power of Your Database Choosing a CRM CHAPTER 31 Becoming the Knowledgeable Expert PART V SECRETS OF THE MASTERS CHAPTER 32 Becoming a Referral Gatekeeper Guardian at the Gate Hub of the Wheel CHAPTER 33 Always Thank Your Referral Partners Creative Rewards CHAPTER 34 Networking at Non-Networking Events Nontraditional Settings Ask, “How Can I Help?” Be Sincere Honor the Event CHAPTER 35 Top Ten Ways Others Can Promote You Systematic Referral Marketing CHAPTER 36 Five Levels of a Referral Level 1: Name and Contact Information Level 2: Supplementary Material Level 3: Share Experience Level 4: Introductory Call and/or Arrange a Meeting Level 5: In-Person Introduction and Promotion CHAPTER 37 The Networking Scorecard Send a Thank-You Card Send a Thank-You Gift Call a Referral Source Arrange a One-to-One Meeting Attend A Networking Event Bring Someone with You to the Networking Event Set Up an Activity with Multiple Referral Sources Give a Referral Share or Send an Article of Interest Arrange a Group Activity for Clients Nominate a Referral Source for Recognition ... capital is accumulated by individuals and businesses and used in the production of wealth Unlike financial capital, social capital is intangible, but it’s every bit as real as financial capital Although... It can be positive if the networking is about the relationship and not about the transaction CHAPTER Social Capital Y ou’ve heard of financial capital, but you know about social capital? Financial... breaks the mold in professional networking Its practical, powerful ideas will accelerate your success in ways you cannot imagine —BRIAN TRACY, CHAIRM AN AND CEO OF BRIAN TRACY INTERNATIONAL AND
Ngày đăng: 20/01/2020, 12:22
Xem thêm:
